From the Foreword by Phillip C. "Dr. Phil" McGraw, PhD "The Most Dangerous Business Book You'll Ever Read. Now that is a provocative title and I'll bet it made you ask yourself a lot of questions. Dangerous for whom? In what way? Will the results be dangerous? All valid questions that I can respond to with just one answer before you proceed any further. "If you continue on and read this book, if you learn the principles and adopt the behaviors set forth in these pages you are going to change. You are going to alter the way you exist in this world personally and professionally. You are going to…mehr
From the Foreword by Phillip C. "Dr. Phil" McGraw, PhD "The Most Dangerous Business Book You'll Ever Read. Now that is a provocative title and I'll bet it made you ask yourself a lot of questions. Dangerous for whom? In what way? Will the results be dangerous? All valid questions that I can respond to with just one answer before you proceed any further. "If you continue on and read this book, if you learn the principles and adopt the behaviors set forth in these pages you are going to change. You are going to alter the way you exist in this world personally and professionally. You are going to generate different results than you have been creating for yourself and your family up until now." The book is dangerous because it tells you how to get what you want. It tells you how to acquire and apply powerful human behavior skills to a broad range of situations. Who uses these skills? Good guys and bad guys. Military and civilian intelligence operatives must persuade people, coordinate actions, and sharpen team performance. In daily life, whether you're negotiating a business deal or trying to stage a protest at your state capitol, these skills give you a superior advantage. What do you learn in this book? Among other things: How to sort personalities so you know who and what they are drawn to and repelled by. Predict how people will behave when challenged or under stress. Form specific goals and execute tactics designed to get your team to reach their potential. Identify behaviors that are covertly antagonistic and how to act upon them. Sort out competition from potential allies-and create the right approach for dealing with each.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Greg Hartley knows human behavior in and out of the trenches from battlefield interrogations to the board room. A former US Army Interrogator, Interrogation Instructor, and Resistance to Interrogation Instructor, Greg has written ten books with Maryann Karinch on body language and behavior. He made a twenty-year successful climb of the corporate ladder culminating in a role as an operating partner in a Private Equity Investment firm.Greg has appeared on every major television network and has been featured by many national and international media outlets for radio, print, and Internet to analyze and explain the why behind what people are saying. He regularly contributes to network news and programs such as Dr Phil. He has appeared in four feature length TV programs dealing with human behavior on Discover, National Geographic, History Channel, and UKTV4 Greg is a founder of the popular YouTube channel "The Behavior Panel" with 860K subscribers and more than 120 million views. He is also a host of The Behavior Panel, the first weekly network TV show dedicated to body language and behavior and is constantly ranked in the top 4 body language experts in the world.
Inhaltsangabe
Foreword Louis J. Zaccone ix Acknowledgments xi Introduction xiii Chapter 1 Sort Personalities Like a Profiler 1 Value to Business 2 Natural Profilers 3 Tools of Profiling 4 Values and Ego 6 Disposition Matrix 8 The Categories of Disposition 15 Action Matrix 19 The Categories of Action Styles 27 Profile Your People 37 Chapter 2 Question Like a Polygrapher 39 Value to Business 40 Scenario 1: Investigate a Problem 41 Scenario 2: Discovery Related to a Customer's Need 41 Theater of Polygraph 42 Tools of Questioning 43 Reading Body Language 44 Using Body Language 53 Questioning Styles 56 Questioning Strategy 64 Detecting Deception 70 Revisiting the Scenarios 73 Scenario 1: Investigate a Problem 73 Scenario 2: Discovery Related to a Customer's Need 74 Chapter 3 Network Like a Spy 77 Value to Business 78 The Brain of a Spy 79 Form and Function 80 Form 81 Function 81 Understanding the Landscape 81 You Are Not a Spy 82 The Atomic Model 83 Tools of Networking 88 Elicitation Techniques 88 Motivating Behavior 96 Moving Someone to Action 98 Tools of Influence 101 Interaction of Players 106 Chapter 4 Interview Like an Interrogator 109 Value to Business 110 Tools of Interviewing 110 Screening 110 Planning and Preparation 113 Establishing Control 116 Rapport Building 117 Approaches 118 Questioning 118 Tools for Interviewing Job Candidates 118 Behavioral Interview Technique Enhanced (BITE) 120 Tools of Termination 125 Mechanics of Termination 125 Process for Meetings 126 Process for Interviews 127 Turning Around a Bad Meeting 127 Chapter 5 Close a Deal Like a Hostage Negotiator 131 Value to Business 132 Tools of Negotiating 133 Managing Change 133 Taking Control 140 Overcoming Objections 142 Reading Body Language in Negotiation 144 Chapter 6 Research Like an Analyst 147 Value to Business 149 Tools of Research 151 Roles in Analysis 151 Identifying Gaps 151 Targeting Research 152 Determining Sources 154 Transferring Information 156 Vetting Sources 157 Calculating Proximate Reality 159 Matching Audience and Packaging 160 Filters Affecting Analysis 163 Chapter 7 Decide Like a SEAL 165 Value to Business 168 Tools of Deciding 169 Leverage of Subroutines 169 Contingency Thinking 171 Value Planning 176 After Action Review (AAR) 177 Chapter 8 Team-Build Like Special Ops 179 Value to Business 180 Formula for Team Building 180 Tools of Team Building 180 Rite of Passage: Passing the Threshold 180 The Homogenizing Process 182 Top-Grading 188 Mechanics of Team Leadership 190 Understand the Role 190 Keep the Team Unified 191 Do Not Fall Victim to Deference 192 Deal with Differences 193 Conclusion Backbone or No Backbone 195 Glossary 199 Index 203
Foreword Louis J. Zaccone ix Acknowledgments xi Introduction xiii Chapter 1 Sort Personalities Like a Profiler 1 Value to Business 2 Natural Profilers 3 Tools of Profiling 4 Values and Ego 6 Disposition Matrix 8 The Categories of Disposition 15 Action Matrix 19 The Categories of Action Styles 27 Profile Your People 37 Chapter 2 Question Like a Polygrapher 39 Value to Business 40 Scenario 1: Investigate a Problem 41 Scenario 2: Discovery Related to a Customer's Need 41 Theater of Polygraph 42 Tools of Questioning 43 Reading Body Language 44 Using Body Language 53 Questioning Styles 56 Questioning Strategy 64 Detecting Deception 70 Revisiting the Scenarios 73 Scenario 1: Investigate a Problem 73 Scenario 2: Discovery Related to a Customer's Need 74 Chapter 3 Network Like a Spy 77 Value to Business 78 The Brain of a Spy 79 Form and Function 80 Form 81 Function 81 Understanding the Landscape 81 You Are Not a Spy 82 The Atomic Model 83 Tools of Networking 88 Elicitation Techniques 88 Motivating Behavior 96 Moving Someone to Action 98 Tools of Influence 101 Interaction of Players 106 Chapter 4 Interview Like an Interrogator 109 Value to Business 110 Tools of Interviewing 110 Screening 110 Planning and Preparation 113 Establishing Control 116 Rapport Building 117 Approaches 118 Questioning 118 Tools for Interviewing Job Candidates 118 Behavioral Interview Technique Enhanced (BITE) 120 Tools of Termination 125 Mechanics of Termination 125 Process for Meetings 126 Process for Interviews 127 Turning Around a Bad Meeting 127 Chapter 5 Close a Deal Like a Hostage Negotiator 131 Value to Business 132 Tools of Negotiating 133 Managing Change 133 Taking Control 140 Overcoming Objections 142 Reading Body Language in Negotiation 144 Chapter 6 Research Like an Analyst 147 Value to Business 149 Tools of Research 151 Roles in Analysis 151 Identifying Gaps 151 Targeting Research 152 Determining Sources 154 Transferring Information 156 Vetting Sources 157 Calculating Proximate Reality 159 Matching Audience and Packaging 160 Filters Affecting Analysis 163 Chapter 7 Decide Like a SEAL 165 Value to Business 168 Tools of Deciding 169 Leverage of Subroutines 169 Contingency Thinking 171 Value Planning 176 After Action Review (AAR) 177 Chapter 8 Team-Build Like Special Ops 179 Value to Business 180 Formula for Team Building 180 Tools of Team Building 180 Rite of Passage: Passing the Threshold 180 The Homogenizing Process 182 Top-Grading 188 Mechanics of Team Leadership 190 Understand the Role 190 Keep the Team Unified 191 Do Not Fall Victim to Deference 192 Deal with Differences 193 Conclusion Backbone or No Backbone 195 Glossary 199 Index 203
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